In the past year, more than two-thirds (69%) of investors have used the services of an investment advisor. And when choosing, valued their honesty (89%), knowledge (88%), experience (83%) and reputation (75%).

The survey suggests clients want to play a more active role in managing their portfolios. They also want to gain a better understanding of global markets.

Communicate often: They not only look for portfolio reviews, but also want regular phone calls and face-to-face meetings to discuss information related to their plans. The release of exciting news, popular IPOs and surveys may also result in a call from your clients.

Have credentials: Be ready to discuss your designations and what they mean. It’s no secret that Canada’s advice credentials landscape has been criticized for its complexity, often called “Alphabet soup” by even industry professionals.